Strategically we must remember that an interested buyer actually wants our help, they want to feel like they are important to us and they need us to help them through their buying decision.

Just a few moments of mental preparation will go a long way to enhancing the quality of the conversation that you are about to have. It’s time to get strategic. Let’s develop your own pre-shot routine.

Your follow-up should be an extension of the trust relationship that you have already established. And you should approach follow-up with one goal in mind: to serve the customer.

There is an opportunity awaiting you to turn unhappy prospects into highly impressed customers!

Mastery begins with the desire. I don’t care what field you’re talking about, athletics, sciences, music, or sales, it all begins with the desire to be the best you can be.

When you introduce the idea of training, you will get resistance from veterans. Just expect it, understand it, and don’t let it throw you. Real practice is about focused repetition which fosters steady improvement. If you want your salespeople to improvise, get a mic and a spotlight and have some fun, but don’t call it sales practice!

If you are in sales, you are in the best profession in the world. Seriously. Where else can you enjoy new experiences every day, meet tons of new people, help change lives, and basically write your own check in the process?

If you want a truly unique and fulfilling life, make a discomfort list. I promise you will experience instant, amazing, transformative, and long-lasting results!

There is one overriding key to success in a goal or a project, and if you miss this you are dead before you get started.

Do you really want to bank your sales success on a series of lucky guesses? In many markets over the past year, you might’ve been able to skate by with this strategy. Surely your luck will run out sooner or later and we all know a hot market won’t last indefinitely.